If you want to make a sale, stop messing around and go straight to the top. Add the CEO to your call sheet.
Now I know you’re probably thinking to yourself, “Why in the world would the CEO (or another top executive) in company XYZ want to talk to me?” Well, if that’s what you’re thinking, you might as well just give up.
Here’s the best advice I can give to you today: don’t be afraid to make the sale. I’ve made a career off having this mentality; going straight to the real decision-makers. Of course, that’s assuming that you have an idea, which realistically could benefit a company in some way.
So, why go to the top? Because, you’ll have a 66% percent chance of getting what you want. Think about it- if you go as high as you can go they’ll say one of three things:
- “Yes, we want to work with you.” - ✓
- “No we’re not interested in working with you.” - X
- “We’re interested, so let me put you in touch with the best person.” - ✓
A 2-in-3 shot at winning some new business sounds pretty good, right?
Its best to make a connection with someone that will get in the ear of the person that will actually be doing the work…even if your true intention was to get in touch with that person anyway. You know that if a CEO is in someone’s ear, they’re likely to get something done ASAP.
You think you have a cool new product for SteinerSports.com? Call me. Wouldn’t you rather have me in your corner when you ultimately pitch your idea to my team?